CLIENT EXECUTIVE JOB DESCRIPTION

Territory ownership in enterprise SaaS sales is unforgiving. When no one manages the annual territory plan, prospect pipelines stagnate, renewal conversations arrive too late, and quota shortfalls compound quarter after quarter. The Client Executive owns that plan end to end, converting prospects into clients and expanding revenue within an assigned account portfolio of mid-market to Fortune 1000 organizations. Operating between the field and a cross-functional team that includes Solution Consultants and Customer Success, this role demands both the consultative depth to sell multi-product solutions and the commercial discipline to forecast accurately and close.

As the Client Executive, you are accountable for generating new and expansion revenue across an assigned territory by positioning complex technology solutions against measurable business outcomes for enterprise buyers. You work within a structured go-to-market team, partnering with Sales Development Representatives and Customer Success Managers while reporting to a Sales Director or VP of Sales.

Career Impact: Closing transactions above $1M in global enterprises and carrying a named Fortune 1000 account list builds the kind of enterprise sales track record that opens doors to Strategic Account Director and Sales leadership roles.

Business Impact: The accounts you manage directly determine whether the company hits its net revenue retention targets: your renewals, expansions, and new logos are the primary engine of recurring revenue growth.

Growth Opportunity: Mastering multi-product, solution-based selling across C-suite stakeholders deepens both your commercial and consultative skills, increasing your market value for senior individual contributor or management tracks in the SaaS sector.

Company Value: Structured learning and development programs, support for professional certifications, and inclusive colleague resource groups are active features of the work environment reflected across these roles.

• Create and execute an annual territory plan to meet or exceed quarterly and annual revenue quotas.
• Identify and pursue prospective clients through direct prospecting, partner referrals, and internal marketing campaigns.
• Lead sales presentations and product demonstrations in collaboration with Solution Consultants and subject matter experts.
• Develop proposals and responses to RFPs that align technology solutions to documented business outcomes.
• Expand product penetration in existing accounts by uncovering new challenges and proposing relevant solutions.
• Manage stakeholder relationships across multiple levels and divisions, including C-suite contacts, through regular touchpoints such as QBRs and strategy summits.
• Generate renewal and expansion quotes, lead contract negotiations, and manage service agreements through their full term.
• Document pipeline activity and produce accurate forecasts to support territory and organizational planning.

• Bachelor's degree in Business, Marketing, or a related field, or equivalent work experience.
• 5 or more years of direct client-facing sales experience, with demonstrated success selling enterprise or SaaS solutions to mid-market and large accounts.
• Proven track record of meeting or exceeding annual sales quota, including closing individual transactions exceeding $1M.
• Demonstrated ability to sell complex, multi-product solutions and articulate quantified value propositions to technical and executive buyers.
• Experience developing territory and account growth plans, including prospect prioritization and pipeline management.
• Strong negotiation skills with experience managing large service agreements from initial proposal through contract execution.
• Excellent verbal and written communication skills, with the ability to present confidently to C-suite stakeholders.
• Strong organizational skills with the ability to manage competing priorities and maintain forecast accuracy under deadline pressure.

• Experience with corporate governance, compliance, or risk management software in a solution-selling capacity.
• Familiarity with Sales Development Representative collaboration models and structured lead handoff processes.
• Prior success in a named-account or strategic account coverage model within a software or technology vendor.

• Annual quota attainment rate, measured against individual revenue target each fiscal year.
• Net revenue retention across the managed portfolio, reflecting renewal and expansion performance.
• New logo conversion rate from territory prospecting, tracked against pipeline entry volume.
• Average deal size, indicating progress toward higher-value enterprise engagements over time.
• Forecast accuracy, measured as variance between submitted pipeline forecast and closed revenue each quarter.
• Typical tools: CRM platform (commonly Salesforce); productivity suite (commonly Microsoft Office or Google Workspace).

• Base Salary Range: $90,000 to $130,000, depending on experience and territory size
• Bonus: Variable commission plan; on-target earnings typically 50 to 100% above base
• Equity: Stock options or RSUs common at growth-stage and public SaaS companies
• Health Benefits: Medical, dental, and vision coverage; employer contribution standard
• PTO: 15 to 20 days annually; some employers offer unlimited PTO
• Common Perks: Home office stipend, travel expense coverage, and sales enablement tools provided

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the application and employment process, please notify your recruiter to request one. All offers of employment are contingent upon successful completion of a background check. Candidates must be authorized to work in the United States without sponsorship now or in the future.

The Client Executive owns a portfolio of mid-market insurance clients, providing proactive support to Client Managers and Team Leads while assisting in new client acquisition strategies. Working within a national team that spans multiple branch locations, the Client Executive collaborates with internal support teams and external stakeholders to drive business growth and improve service delivery.

Key Responsibilities

• Provide quality and proactive support to Client Managers and Team Leads across an existing book of clients.
• Assist in delivering growth and new client acquisition strategies.
• Work directly with support teams to ensure accurate and timely completion of tasks.
• Build strong relationships with clients and internal and external stakeholders.
• Manage a portfolio of own clients.
• Actively contribute to monthly branch and sales meetings and pursue training opportunities.
• Actively support the utilisation of new systems and processes that drive business growth and improvement.

Required Qualifications

• Tier 1 Qualification and basic insurance technical skills.
• Minimum 1 year of experience in a similar role or within the insurance industry.
• Keen entrepreneurial spirit with eagerness to grow an insurance career.
• Strong client relationship management capabilities.
• First-class communication and presentation skills.

Embedded within the sales organization, the Client Executive delivers revenue growth by developing enterprise solution-selling opportunities across Fortune 1000 businesses and managing relationships from C-suite to divisional stakeholders. Working closely with Sales Development Representatives, product specialist Sales, and Customer Success teams, the Client Executive drives product penetration, closes transactions, and ensures successful adoption of complex multi-product solutions.

Core Functions

• Work alongside the CSM team to uncover opportunities to improve corporate governance and identify relevant solutions for Fortune 1000 businesses.
• Initiate and deliver proposed solutions to C-Suite and executive-level clients across multiple levels and divisions.
• Expand product penetration in existing accounts by developing solutions to customer challenges.
• Manage relationships with key stakeholders and unlock opportunities through creative problem-solving and client interactions such as QBRs and strategy summits.
• Meet or exceed quarterly and annual sales quotas.
• Work closely with Sales Development Representatives to follow up on sales leads.
• Work closely with the Customer Success team to ensure successful rollout, adoption, and ongoing use of the product.
• Use Salesforce to manage leads, opportunities, and relationship touchpoints.

Qualifications & Experience

• 4 to 6 years of experience in direct client-facing sales roles focused on enterprise or strategic accounts within a software or SaaS environment.
• Experience creating a strategic vision for account growth, including product penetration and go-to-market planning.
• Proven ability to demo and sell complex, multi-product solutions and articulate value propositions to clients and key stakeholders.
• Strong negotiation skills and competency in managing large service agreements across their lifecycle.
• Excellent verbal and written communication and influencing skills.
• Strong organisational skills with the ability to set priorities and adapt in a fast-paced environment.
• Ability to solve complex customer problems and collaborate on alternative solutions.
• Ability to make decisions with moderate to significant impact on the team, division, and stakeholders.

Reporting to sales leadership, the Client Executive creates and executes an annual territory plan to generate new revenue from existing clients and convert prospects, developing leads through direct prospecting, internal marketing campaigns, and partner referrals. Partnering with Solution Consultants and subject matter experts, the Client Executive delivers professional sales presentations and drives contract negotiations to close transactions in excess of $1M within global enterprises.

Primary Duties

• Identify and pursue prospective clients to meet annual sales revenue goals.
• Develop professional sales proposals and responses to requests for proposals.
• Lead professional sales presentations and product demonstrations through collaboration with Solution Consultants and subject matter experts.
• Resolve prospective client concerns throughout the sales process to promote a positive client experience.
• Generate sales and renewal quotes and contracts and lead contract negotiations.
• Establish and maintain positive, long-term client relationships as the primary point of contact for client inquiries.
• Document prospecting activities and create accurate sales forecasts in Salesforce.com.
• Deliver excellent client service in support of the company's goals and objectives.

Education & Experience

• Bachelor's Degree in Marketing, Business, or a related field, or equivalent work experience.
• Minimum 5 years of successful industry-related or SaaS sales experience.
• Proven track record of generating revenue through technology solution sales to the C-suite, including closing transactions in excess of $1M in global enterprises.
• Proven track record of exceeding sales quota and managing a consistent sales pipeline.
• Strong solution selling skills aligning technology solutions to business value, with comfort managing C-suite relationships.
• Excellent communication and interpersonal skills with strong organisational ability and capacity to meet strict deadlines.
• Proficient in MS Office applications including Word, PowerPoint, and Excel, with prior Salesforce experience preferred.
• Demonstrates business acumen, personal excellence, accountability, and integrity.

Sitting at the intersection of client servicing and regulatory compliance, the Client Executive builds trust with high-value Business Banking clients by managing complex cases, escalating queries, and supporting post-sanction lending fulfilment in line with the Risk Management Framework. Operating across Servicing and Support teams and working closely with Relationship Directors and Offshore Credit Managers, the Client Executive ensures clients receive accurate, timely, and compliant service at every point of contact.

Duties

• Focus on delivering excellent service to high-value Business Banking clients and manage multiple complex cases within agreed timescales and standards.
• Achieve the best possible outcomes for clients by managing and escalating queries, complaints, and feedback in line with regulation and policy.
• Support specialist colleagues in the management of customer accounts, including refer list management and proactively managing customer excesses.
• Support Relationship Directors and Offshore Credit Managers with post-sanction lending fulfilment to aid debt growth.
• Work closely with Servicing and Support teams to ensure clients are supported by the right teams at first point of contact.
• Build rapport with customer-facing colleagues across multiple locations to meet the needs of clients and stakeholders.
• Play an active part in the wider Servicing and Support agenda by identifying and sharing best practices and escalating issues.
• Ensure all activities are carried out in full compliance with regulatory requirements, Risk Management Framework, and internal Policies.

Skills & Qualifications

• Experience and knowledge of key Business Banking systems including Fullserve, Salesforce Lightning, Zeus, and Control It.
• Experience in both inbound and outbound client and stakeholder contact, remaining professional at all times.
• Knowledge and awareness of business and personal customer solutions, including digital solutions.
• Effective communicator who adapts style to suit the audience.
• Highly motivated and energised, with accountability for personal development.
• Effective at prioritising work to ensure urgent requests are not missed.
• Able to take responsibility for your own performance and contribute to team performance by maintaining processes within agreed SLAs.

A key member of the broking team, the Client Executive shapes renewal and placement strategies for a varied commercial client base by cultivating a deep understanding of each client's risk priorities and presenting innovative solutions alongside Placement, Technical, and Claims colleagues. Collaborating across internal teams and external markets, the Client Executive also coaches and delegates work to junior colleagues to support team growth and service delivery standards.

Functions

• Cultivate a deep understanding of clients' business priorities, risk strategies, and risk management needs to provide relevant advice.
• Present, develop, and execute renewal and placement strategies in conjunction with Placement, Technical, and Claims colleagues.
• Participate in presentations to prospective and existing clients, identify needs for new products, and develop innovative solutions.
• Coordinate the production, quality, and delivery of various client documents.
• Coach, review, and delegate work to other colleagues.

Requirements

• Solid experience as a Cargo Broker or Client Executive.
• Experience in market broking activities and negotiations.
• Proficient in software packages such as Word and Excel.
• Strong communication and interpersonal skills with the ability to build relationships with colleagues and clients.
• Ability to solve business problems through a consultative approach with multiple internal stakeholders.
• Proactive approach to solving client needs, achieving team growth targets, and improving processes and client experience.
• Attention to detail and ability to work under pressure to meet strict deadlines.

Retaining accurate client forecasts and quality-controlled deliverables depends on the Client Executive, who supports the Account Director by reviewing client performance data, monitoring sales plan effectiveness, and coordinating projects to budget and deadline. Based within the agency team and serving as a day-to-day contact for clients, the Client Executive oversees assistants, manages financial processes, and ensures reporting reflects current account activity.

Accountabilities

• Support the Account Director and wider team with general client liaison and administration.
• Connect with clients to support delivery of communication and service.
• Use research tools to provide insights and support planning as needed.
• Review client performance data to influence planning and forecasting, identifying anomalies and resolving potential issues with the manager.
• Monitor sales data to measure plan effectiveness and flag issues where appropriate.
• Interrogate client briefs to understand core objectives and coordinate activity to ensure projects deliver on time and within budget.
• Connect with key client contacts, update plans accordingly, and oversee assistants on ad hoc queries.
• Work with the manager to organise and present new client induction, and ensure quality control of client-facing plans, reports, and invoicing.

Professional Experience

• Broad understanding of products, services, convergence planning tools, and all systems and processes needed to operate at level.
• Commercially curious with an investigative and logical approach to solving challenges.
• Understanding of performance insights to inform planning and forecasting.
• Ability to understand clients' business to ensure effective delivery of service and take ownership of regular client reports.
• Strong time management ability across multiple accounts and clients.
• Numeracy and analytical ability, enabling issues to be identified and resolved.
• Clear and engaging communication skills with a service-focused approach.

As the Client Executive, this role leads the proactive management and negotiation of renewals for a book-rated portfolio, executing the annual renewal strategy to meet retention and rate action goals for large corporate medical clients. The Client Management team relies on this work to maintain accurate claims data, resolve complex client enquiries within agreed timelines, and support smooth delivery of the renewal process.

Key Deliverables

• Proactively manage and negotiate renewals for the book-rated portfolio by executing the annual renewal strategy to deliver retention and rate action goals.
• Develop and maintain strong relationships with an assigned portfolio of clients through regular communication by email and telephone.
• Take the lead in resolving day-to-day and complex enquiries for the assigned portfolio, working with internal stakeholders to resolve within agreed timelines.
• Participate in client visits and occasionally accompany Client Managers to large corporate medical client meetings.
• Gather and analyse claims data and maintain accurate database records.
• Facilitate the renewal process for large corporate medical clients in conjunction with the Client Management team.

Background & Experience

• Minimum 2 years of experience in a customer service or support role, including data collation and statistical analysis.
• Proficient in Microsoft Outlook, Word, and Excel.
• Excellent written and verbal communication skills.
• Strong influencing, negotiating, and interpersonal skills.
• Ability to take ownership, demonstrate initiative, and prioritise workloads to meet tight deadlines.
• Ability to work well under pressure.

Client Executive builds and manages a territory pipeline by identifying customer IT needs and proposing total hardware, software, and services solutions, maintaining vendor and consulting relationships to maximise long-term account opportunities. Success in the position means consistently closing contracts through identified decision-makers, meeting forecasting requirements, and involving the right internal sales and services team members to ensure the most effective solution reaches each customer.

Role Responsibilities

• Identify new and existing customer IT needs and propose total solutions including hardware, software, and services.
• Develop and maintain a pipeline of business through regular sales calls and proactive lead follow-up.
• Develop and maintain professional referral relationships with appropriate vendors and consulting communities.
• Develop and deliver professional presentations of solution offerings.
• Develop and maintain account relationships to maximise long-term sales opportunities and ensure effective negotiation of contracts, terms, and discounts.
• Identify decision-makers to close deals and finalise contracts, maintaining required brand and solution certifications.
• Participate in sales forecasting and planning by reporting territory activity, developing annual account plans, and analysing monthly sales data.
• Involve appropriate sales and services team members in opportunities to ensure the most effective solution is presented.

Knowledge, Skills & Abilities

• Strong commercial understanding including pricing strategies, invoicing, and supplier management, with projects delivered on time and on budget.
• Demonstrated knowledge of Cisco, Dell EMC, HDS, HP, IBM, NetApp, Nutanix, or similar technical solutions and partner programs.
• Demonstrated territory management, prospecting, and lead development skills.
• Demonstrated ability to uncover customer needs and match them to appropriate IT solutions.
• Excellent verbal and written communication and presentation skills with strong problem-solving, negotiation, and follow-up skills.
• Ability to manage multiple projects across different clients and creative disciplines with strong attention to detail.
• Calm under pressure in a fast-paced environment, able to work independently with little supervision and prioritise and delegate effectively.